Refer to the role-play case. At some point, the customer is probably going to ask... Why...

 

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Refer to the role-play case. At some point, the customer is probably going to ask... "Why should I do business with your company?" A cooperative salesperson must be prepared to communicate what makes them, their company, and/or solution unique to differentiate themselves and to begin the customer's perception of value. Complete the Developing Differentiation questions in preparation for your upcoming meeting with the Whataburger buyer. Developing Differentiation What are the competitive advantages of Huhtamaki and your proposed solution? What do you, Huhtamaki, and/or this solution do better than your competition, which Whataburger truly wants and needs? (This is your differentiation statement) What differentiating behaviors or competencies might you exhibit? (Hint: Review the Cooperation Selling Core Values) Refer to the role-play case. At some point, the customer is probably going to ask... "Why should I do business with your company?" A cooperative salesperson must be prepared to communicate what makes them, their company, and/or solution unique to differentiate themselves and to begin the customer's perception of value. Complete the Developing Differentiation questions in preparation for your upcoming meeting with the Whataburger buyer. Developing Differentiation What are the competitive advantages of Huhtamaki and your proposed solution? What do you, Huhtamaki, and/or this solution do better than your competition, which Whataburger truly wants and needs? (This is your differentiation statement) What differentiating behaviors or competencies might you exhibit? (Hint: Review the Cooperation Selling Core Values)